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2024 State of Revenue Productivity
Report

Revenue resilience through efficiency and speed

The State of…

We analyzed activity from more than one million users at more than 400 Mindtickle customers to demonstrate how winning teams ensure reps are always ready to close more deals.

Companies
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Users
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Monthly Mobile Users
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Calls Recorded
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revenue-productivity

Revenue Enablement

The Need for Speed

The amount of time for sellers to complete an onboarding program decreased by 62%.
21-22days

There’s no time to waste. Instill accountability, and provide data-driven coaching to ensure reps continue to improve.

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Microtraining is King

Percentage of users who only engage with learning and content for fewer than 10 minutes at a time:

2022
60
2023
84

Training content must be extra engaging and interesting for reps to consume it.

TLDR

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Ramping reps faster and refining their skills with training they actually consume means they’re productive faster and closing more business.

TLDR

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Ramping reps faster and refining their skills with training they actually consume means they’re productive faster and closing more business.

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Sales Content

Double Down on Content That Works

Asset Hub: Content vs. engagement:

content
engagement

80% of content had 30% engagement

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10% of content had 20% engagement

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10% of content had 50% engagement

Dig into your content analytics to find the pieces of content that perform the best. Make more content like that and less of everything else.

Content as a Catalyst

Organizations published an average of 642 new assets in 2023.

Focus on creating impact with your content, keeping it up-to-date, and making it easy for your GTM reps to find, understand, and use it.

Keep it Fresh

The 10% of top orgs update their content at least once every 3.25 months.

Consider conducting content audits more frequently and make sure content owners keep content fresh. If reps see that your content is reliably up-to-date, they’ll trust it more, use it more, and generate more ROI.

TLDR

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Prioritize content impact over volume for increased engagement and more closed deals.

TLDR

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Prioritize content impact over volume for increased engagement and more closed deals.

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Conversation Intelligence

No Time to Waste

Average length of a sales call:

39mins
36-37

Calls are getting shorter, and there is less time for discovery. Reps need to show up ultra-prepared, and calls must pack a punch.

LINE

Go Deeper on Discovery

Average number of questions asked during discovery calls:
25mins
20mins

Fewer questions during discovery varies depending on factors like prospect preparedness, confidence levels, decision-making stage, and time constraints.

TLDR

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Prioritize and enhance sales team training on effective discovery techniques, emphasizing the importance of going deeper with targeted questions.

TLDR

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Prioritize and enhance sales team training on effective discovery techniques, emphasizing the importance of going deeper with targeted questions.
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Sales Coaching

Coaching Sessions Jump

Average number of coaching sessions per rep of top performers

Top reps ask for coaching and are working on several hot deals. Managers are also under intense pressure to jump in, coach, and close more deals.

More Coaching = More Wins

Average number of coaching sessions completed per month by a top manager
13

Top managers coach more and top performers are coached four times as much as other reps.

TLDR

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Your best reps are coached more frequently. Investing in coaching translates to more wins.

TLDR

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Prioritize content impact over volume for increased engagement and more closed deals.
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Sales Competencies + Analytics

Top 3 Competencies for BDRs

1

Lead qualification

2

Objection handling

3

Active listening

Top 3 competencies for AEs

1

Value articulation

2

Objection handling

3

Negotiating

Active listening joined the top 3 competencies this year AI has taken on some of the burden of written communication. Negotiation emerged this year as a top competency for AEs as small budgets or reduced budgets remained tight for some companies and industries.

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Customers Are In Control

Percentage of companies with the following competencies:
Objection Handling
95
Product Knowledge

Customers are coming into conversations more informed than ever, meaning more questions and objections are coming up for every customer/prospect-facing role.

TLDR

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Focus on enhancing active listening skills and negotiation capabilities for your revenue teams, as AI aids in written communication and customers arrive more informed, leading to increased questions and objections in conversations.

TLDR

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Focus on enhancing active listening skills and negotiation capabilities for your revenue teams, as AI aids in written communication and customers arrive more informed, leading to increased questions and objections in conversations.
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AI + Copilot

AI Puts Productivity Into Hyperdrive

5%

5% of assessments are created
with AI, saving organizations an estimated 29 hours.

With AI taking some administrative burden off of enablement teams, they can re-allocate their team to helping sellers close more deals and drive better business outcomes.

AI Empowers Better Coaching

7K

Copilot reviewed almost 7K
role-plays in the second half of
2023 alone.

Use these reviews to bolster coaching conversations with sellers and refine skill improvement so reps can accelerate and close deals.

TLDR

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Leverage AI-driven role-play reviews to enhance coaching conversations with your reps, enabling them to refine their skills and accelerate deals.

TLDR

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Leverage AI-driven role-play reviews to enhance coaching conversations with your reps, enabling them to refine their skills and accelerate deals.

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Seller Productivity

Dedicate Time to DSRs

Time spent in a DSR in an average deal:

3 Hours

Seller Time (approximate)

2 Hours

Customer Time (approximate)

Time spent by the buyer in a DSR directly correlates with closed won deals. Sellers must spend equal or more time as customers. It shows that they’re proactively there to address questions and engage buyers.

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Sweet Spot for Meetings

Number of meetings in an average deal:

7 Meetings

Sellers who average 7 meetings or more have a higher degree of closed won deals.

TLDR

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Emphasize the importance of reps matching or exceeding customer time spent in deal-related interactions and aim for at least 7 meetings per deal to increase the likelihood of closing successfully.

TLDR

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Emphasize the importance of reps matching or exceeding customer time spent in deal-related interactions and aim for at least 7 meetings per deal to increase the likelihood of closing successfully.
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Build enablement programs that impact business outcomes.

Download the 2024 State of Revenue Productivity Report now so you can help your organization exceed performance goals and create more top performers.

© 2024 Mindtickle Inc. All Rights Reserved.

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